Before Calling on a Prospect, the Salesperson Should Learn as Much

question 78

Multiple Choice

Before calling on a prospect, the salesperson should learn as much as possible about the organization and its buyers. This step is known as ________.

• A) preapproach
• B) closing
• C) approach
• D) presentation
• E) prospecting

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Definitions:

Credit Sales

refer to sales where the customer is allowed to pay at a later date, either in a single payment or in installments.

COGS

The direct costs that are attributable to the production of the goods sold in a company, including both materials and labor costs.

Cash Cycle

The period of time it takes for a company to turn its inventory into cash flows from sales, encompassing the time frames of purchasing inventory, selling products, and collecting revenue from customers.

Accounts Receivable

Funds that customers owe to a company for products or services received but not yet compensated for.